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  • VIEWPOINT  |  THURSDAY, AUGUST 14, 2014
    [Sales] Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
    But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 1, 2014
    [Sales] Are You Too Accommodating As An Inside Sales Manager?
    So recently, I''ve made a specific effort to balance both my assertiveness and my accommodation as an inside sales manager. This was an excellent resource for me as an inside sales manager. I was able to narrow down my leadership efforts. Since then, I''ve really made a point to consider alternatives to proactively manage conflict.
  • BIZNOLOGY  |  MONDAY, AUGUST 31, 2015
    [Sales] A sales pitch isn’t a relationship
    It’s still all about the sale. The process starts with putting away the sales pitch. There was no presentation, no sales pitch, and during more than 20 calls, we built a relationship of trust and mutual respect. The post A sales pitch isn’t a relationship appeared first on Biznology. Time Machine.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 28, 2014
    [Sales] How Inside Sales Reps Can Manage Stress When Teleprospecting
    The day in the life of an inside sales rep is very active. Optimism is a key quality of a successful inside sales rep. As inside sales reps, we’re faced with stressful situations every day. It’s understandable that a representative would be put under a lot of stress. Look at the small picture. Make a list. Create a schedule.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 5, 2014
    [Sales] Sales & Marketing Alignment: 3 Ways to Close the Gap
    For sales and marketing teams, reaching across the aisle can be a foreign concept. But the prevailing opinion is firmly entrenched: Sales and marketing just don’t get along. Sales and marketing alignment is completely possible. Although it often feels like it, the sales and marketing divide isn’t actually that wide.
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 3, 2014
    [Sales] My 2015 Sales & Marketing Predictions
    I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders. Corporate Marketing Marketing Technology
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 5, 2013
    [Sales] The Impact of Technology on the Evolution of Sales
    A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. Within 5 minutes he had shown me how to set up everything perfectly!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 2, 2014
    [Sales] How Empowerment Can Rejuvenate Your Inside Sales Organization
    The age-old question that every sales manager asks themselves is, “How can I better motivate my reps?” We often talk about rewarding our reps with things like money, extra PTO, company outings, and culture to keep them engaged. Inside Sales Managers: Empower Your Employees and Simplify Your Day. How do you empower your team?
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 2, 2013
    [Sales] How Sales Should Deal with Receptionists – the NIZ area
    As the host of Marketing Made Simple TV and one of Openview Labs Top 25 Inflencers in Sales last year, I’m sent many free business books by authors looking to appear on my show. This book addresses a very important area in sales that is rarely covered – how to engage top executives on the phone and set appointments.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 26, 2013
    [Sales] Building a Sales Pipeline
    Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
  • GREAT B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Sales] The Marketing and Sales Gap of Disappointment
    Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • DISCOVERORG  |  FRIDAY, SEPTEMBER 2, 2016
    [Sales] Selling to Sales – Like Cooking for Chefs
    For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Crazy right?
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 19, 2011
    [Sales] My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz
    In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? Let me tell you. The authors succeeded. classic in the making. link].
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 21, 2014
    [Sales] 5 Starting Tips for New Inside Sales Reps
    Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot. Rome wasn’t built in a day, and neither are good inside sales reps.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 16, 2013
    [Sales] The Epic Rise of Video in Sales
    Sales professionals obviously prefer face-to-face meetings with their prospects but sometimes, given their territories, that just can’t happen on a regular basis. The future of these sales meetings will one day be all video-based, no longer just a voice over a phone and a LinkedIn picture to match a face.
  • VIDYARD  |  MONDAY, JANUARY 9, 2017
    [Sales] 6 Awesome Sales Call Conversation Starters
    Any B2B or SaaS company’s sales team likely battles to either get prospects to pick up, or move pipeline further—or both. The “RE: we met at X event” email subject or the cold call introduction the receiver knows is a sales call probably won’t work. What sales techniques have you tried recently that have worked for you?
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Sales] E-commerce: An Important Channel for Industrial Sales
    I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force. MRO distributor W.W. igus® Inc.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 4, 2014
    [Sales] 6 Tips for Successfully Onboarding New Inside Sales Reps
    Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires. How do you become a better inside sales rep? You practice with a stronger inside sales rep. How do you train effective inside sales teams
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, OCTOBER 10, 2014
    [Sales] Why This Cold Sales Email Template Works So Well
    What if I told you the secret to getting cold prospects to always open and even act on your sales emails? That''s why this cold sales email template works so well: Hi , As an avid business professional, I like to stay up to date on industry news and insights. Here it is: There is no secret. Recently, I noticed that your company.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 3, 2014
    [Sales] How to Organize Your CRM for Inside Sales Success
    It allows those of us with slight OCD to breathe easier, since we can plan days and weeks of tasks and reports ahead of time while being able to sift through old campaigns and review information with a few simple clicks. I don’t know how sales firms could operate without an automated CRM. Only have the necessary tabs available.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 7, 2014
    [Sales] Creativity for Sales Leaders
    Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 10, 2014
    [Sales] The Gender Gap: Hiring Women in Inside Sales
    As an inside sales manager, I try to use my few minutes of downtime to read articles related to my field. However, it is not so exaggerated when it comes to sales positions in general. think it’s worth taking a step back and acknowledging why I took the job as an inside sales rep at AG Salesworks. The list goes on and on.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 22, 2015
    [Sales] B2B Sales and Marketing Trends for 2016
    At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 31, 2014
    [Sales] How to Control a Quality Conversation in Inside Sales
    This is part of the reason I knew I would be successful in sales. Learning how to control a conversation is an essential piece of every day in the life of an inside sales representative. In sales, the simplest conversations are still important. When I was growing up, I was a non-stop talker. Here''s some advice: 1) Be human.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 16, 2014
    [Sales] How to Successfully Manage Your Inside Sales Team Remotely
    kept saying no because I thought it was crucial to be on site when managing an inside sales team. I had a lot of guilt on days that I couldn’t make it in. While I work from home most days, more and more sales reps have the ability to do the same, and it’s something I know our company is thinking more and more about. Don’t pan ic!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 8, 2013
    [Sales] Sales Leadership: Learning by Observing
    know every year when I attend the National Speakers Association conference I pick up so many great ideas to build my professionalism.   So what does this topic have to do with Sales Leadership? However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson. 
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 27, 2014
    [Sales] B2B Social Selling: Sales Megaphones or Conversation Drivers?
    However, don''t be fooled by the phrase "social selling." It is not a vehicle to get your sales pitch out into the world; that would completely shut you down. Understand that social networks are not to be used as sales megaphones, but rather a means of listening and offering consultative advice to help others. Consult and offer advice.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, SEPTEMBER 27, 2016
    [Sales] How Empathy Will Grow Your Sales and Marketing Pipeline
    Neuroscientist, Antonio Damasio stated, “ We are not thinking machines that feel, we are feeling machines that think. ” In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. Closing thoughts.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 14, 2013
    [Sales] Why IT and Sales Need to Become Best Friends
    Sales Prospecting Perspectives is pleased to bring you a post from Tom Diamond , IT Support Assistant and Business Development Representative at AG Salesworks. Let’s look at how Sales and IT can benefit from each other if they learned how to better communicate with one another. Sales. This is where the sales department comes in.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
  • AVITAGE  |  TUESDAY, MARCH 29, 2016
    [Sales] Why You Need a B2B Sales Content Strategy
    If you sell the way you did 10 years ago, you don’t need a sales content strategy. But if you’ve truly adopted a customer-centered sales philosophy you know you have new requirements. ” They develop virtually all sales opportunities. The post Why You Need a B2B Sales Content Strategy appeared first on Avitage.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 22, 2012
    [Sales] Sales Leadership: Nine Minutes on Monday
    My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels.  Ken’s latest book is : Leading High Performance Sales Teams!
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle.
  • ACT-ON  |  FRIDAY, MARCH 4, 2016
    [Sales] How Marketing Operations Can Align with Sales (and Why)
    One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!? Get in tune with your sales team. Have an open door policy.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. But I also had in mind another system I had just seen, MDCDOT , which gives marketing automation functions to sales people. Trends are signposts of the future: they point to where we’re headed.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JULY 19, 2016
    [Sales] 5 Essential Elements to Include in Every Sales Pitch
    July 19, 2016 by Ken Sterling Effectively closing sales is the bread and butter of your business. Marketing Sales Alignment Sales Sales Enablement B2B BigSpeak Ken Sterling sales sales enablement storytelling WebbiquityHere’s how to hit a home run every time. According to researchers at. read more.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 18, 2014
    [Sales] Sales Mgmt: don’t over complicate it….
    Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. When I said: you don’t show this to them during the sales process do you?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Are You A Cynical Sales Rep?
    It seems like just yesterday that I had started my sales career. It struck me how applicable his messaging is to the sales and teleprospecting game. If you feel there is little or no hope in closing a sale, then there is high likelihood that you WILL fail. I turned the big 4-0 this year, yuck. No point in dwelling on it.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 31, 2014
    [Sales] #ProspectingChat: Experiences Outsourcing Inside Sales Functions
    As well as sharing many insights from sales and marketing thought leaders throughout the day, we will also be hosting a Twitter chat at 1:30 PM EST / 10:30 AM PST. quick overview: #ProspectingChat will focus on issues that sales, marketing, IT and tech leaders want to discuss. What are some inside sales teleprospecting myths?
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 20, 2012
    [Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
    Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people?
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic! 
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 5, 2014
    [Sales] 5 Ways to Re-Charge Your Inside Sales Reps’ Batteries
    This theory reminds me a lot of what happens when inside sales reps get burnt out. Sometimes, the inside sales reps that may fall into this category don’t always come out and say they want a change. As a result, it’s important as a sales manager to recognize behaviors and know when the right time is to change their routines.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 23, 2013
    [Sales] How Does Teleprospecting Fit Into an Inbound Sales Methodology?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Mark Roberge, SVP of Sales and Services at HubSpot. When you combine this process with an inbound sales methodology, you have a potent mix for success. What is an inbound sales methodology? Teleprospecting in an inbound sales process.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [Sales] 11 Free Sales Tools to Pump Up Your Pipeline
    That’s why the world of online sales tools has exploded in the past few years – industrious entrepreneurs are finally realizing the inherent struggles of being a salesperson, and responding with a plethora of tools designed to make your job easier. Pattern is designed to help sales teams get more done, faster. We all do, really.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 12, 2013
    [Sales] Managing A Sales Manager
    Managing a Sales Manager  . As a result of our one of my readers sending me an email comment regarding his personal situation,  I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com.   . Sales Management Reporting  . Sales Metrics.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 25, 2012
    [Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
    Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
  • VIEWPOINT  |  TUESDAY, JANUARY 27, 2015
    [Sales] Time to Stop Making Sales & Marketing Excuses in 2015
    From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management Excuses from both employees and managers can fill a book, and most are bogus.
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 10, 2016
    [Sales] 10 Tips to Align Your Sales and Marketing Teams
    Sales and marketing alignment is key to driving success regardless of your industry. The marketing team is expected to generate as many leads as possible, while the sales team is under pressure to turn […]. The post 10 Tips to Align Your Sales and Marketing Teams appeared first on Marketing Insider Group. Sales Alignment
  • VIEWPOINT  |  TUESDAY, JUNE 24, 2014
    [Sales] Half of all sales inquiries are good. The challenge is finding which half.
    In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 31, 2013
    [Sales] How Invested are Your Inside Sales Reps?
    Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] Sales Leadership: 5 Steps to Exceed 2015 Quota
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit. Is it competitive?
  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Sales] Sales Lead Management Leads to a Lower Cost of Sales
    “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. Lead Management
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 10, 2013
    [Sales] Inside Sales Reps: Why Everything IS in Your Control
    work in sales and you probably do too. And you know that in sales we have some form of weekly, monthly, quarterly and/or yearly quotas. In sales we’re relient on other people from other companies, mostly perfect strangers, to nod their head and say "Yes" or to sign and date some sheets of paper. I use Facebook. So do you.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 14, 2015
    [Sales] How B2B Marketing Supports Sales Enablement
    There is a lot of industry buzz around the term “sales enablement.” B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness This is terrific because the marketing department should […].
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 28, 2014
    [Sales] 5 Things I've Learned from Successful Inside Sales Managers
    That being said, here are some ideas for inside sales managers looking to maintain a healthy relationship with their team. At no point in time would these inside sales managers be described as the “It’s not my problem guy”. Over the years I’ve seen some common themes from my most successful mentors. We’re in this together.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Sales] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • THE ROI GUY  |  THURSDAY, MARCH 14, 2013
    [Sales] Sales Enablement’s Dirty Big Secret
    Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! Not necessarily. Why Change? Why Now?
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 3, 2012
    [Sales] Align Industrial Websites with Sales Process
    If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Sales & Marketing Have Moved In Together [Infographic]
    Are your sales and marketing relationships on a path toward power. Historically, the inability to track marketing efforts and correlated results has been a major factor in misaligned sales and marketing departments. Back then, as little as 10 years ago, marketing arranged the blind dates for sales, the cousin. Marketing Sales 2.0
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 23, 2013
    [Sales] 7 Factors That Can Kill an Inside Sales Team's Campaign
    understand it makes sense to go back to the well on the things that have worked for you in the past, but prospecting isn''t as simple a process as most sales reps assume it is. Here are 7 of the most common areas that we’ve found can play a major role in your inside sales team’s success with any campaign: Your List. Your Collateral.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 28, 2013
    [Sales] 3 Inside Sales Management Tips For Maximizing Teleprospecting Lists
    Lists keep teleprospectors and inside sales reps busy and within those lists hold the potential for qualified opportunities and sales pipeline. It takes communication with an outside sales team to refine what the “non negotiables” are in company criteria (must have 1000+ employees, over 250 million in revenue etc).
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 14, 2015
    [Sales] Prospecting: Fill your sales pipelines now!
    The Telephone Is the Most Powerful Sales Prospecting Tool. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! The phone is your most powerful sales tool. By Jeb Blount, author of Fanatical Prospecting. Books
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Why New Sales Hires Frequently Fail
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
  • VIDYARD  |  TUESDAY, DECEMBER 6, 2016
    [Sales] 3 Sales Emails Proven to Boost Reply Rates by 8x
    If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly. Blog Inside Sales Sales Leadership
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JANUARY 3, 2014
    [Sales] Sales Prospecting Perspectives Weekly Recap - Week of January 3, 2014
    Happy New Year, Sales Prospecting Perspectives readers! We hope you celebrated the start of 2014 - and the start of sales quarter one - on Wednesday just like we did at AG Salesworks. Here are some of our favorites from other sales and marketing blogs: Who wouldn''t want to learn how to go from a marketer to a dragon slayer ?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 28, 2013
    [Sales] 10 Top Things Our Inside Sales Reps Are Thankful For
    Happy Thanksgiving Sales Prospecting Perspectives readers! We thought it would be fitting to highlight what inside sales reps here are thankful for: 1. Sales tools like Inside View and SalesLoft. These tools help inform inside sales reps about pertinent information regarding the prospect and their company. Pun intended.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 17, 2013
    [Sales] How to Hit Your Sales Goal No Matter What
    Why is hitting sales goals important now and in the future? Despite popular belief amongst some sales professionals, you can almost always meet or exceed your sales quotas. Some of these include poor client/sales organization communication resulting in bad lists or too few contacts to call on. Let’s get excited.
  • SALES INTELLIGENCE VIEW  |  MONDAY, JANUARY 23, 2012
    [Sales] 25 Motivational Sales Quotes
    gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Blogroll Sales Data Social Selling B2B b2b sales motivational quotes Sales Sales 2.0
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 23, 2013
    [Sales] 6 Tips for Executives to Align Sales and Marketing Teams
    It’s no secret that sales and marketing teams sometimes don’t get along. By aligning sales and marketing towards a certain goal with a specific philosophy, both departments will learn how to work together, creating office harmony and generating quality revenue. But that doesn’t have to be the case! Constant transparency is essential.
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
    As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 19, 2016
    [Sales] How Manufacturing Content Marketing Sets the Table for Sales
    They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. I recently received two emails from two different manufacturers. This is only a content summary.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 31, 2012
    [Sales] 7 Ways Your Sales and Marketing Can Align
    When sales and marketing are on the same page, performance is better.  88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Sales will say they need better leads. How to do it? Ride Together. Plan Together.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 3, 2013
    [Sales] 3 Skills Inside Sales Reps Need to Maintain Client Relationships
    Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore , a Business Development Representative at AG Salesworks. There is more to being a great inside sales rep than just passing leads. This means a sales rep''s confidence needs to be through the roof. This is her blogging debut. Confidence. Expertise.
  • BIZNOLOGY  |  THURSDAY, AUGUST 25, 2016
    [Sales] Are your marketing personas your sales market segments?
    Marketing is supposed to lead to sales, right? So why is it that we marketers sometimes throw up unnecessary impediments to selling things? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Today, I want to talk about something similar.
  • PUZZLE MARKETER  |  TUESDAY, JUNE 12, 2012
    [Sales] Pinterest Drives Ecommerce Sales [Infographic]
    According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 4, 2014
    [Sales] 6 Reasons Inside Sales Reps Should Start Exercising Before Work
    There are many benefits for inside sales reps exercising before work. I n inside sales, exercise before the beginning of the work day can motivate you to put your best foot forward. Lastly, doing this creates a strong, long-lasting work ethic which is essential for inside sales professionals.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 25, 2013
    [Sales] How to Optimize Your Website for Sales Prospects
    Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. An online presence is essential in today’s competitive sales environment. In this article we will discuss the 3 best usability practices to optimize sales sites. 1. Clients hate to read.
  • VIEWPOINT  |  TUESDAY, MAY 10, 2016
    [Sales] 7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Sales measures itself on revenue generated (and sometimes margin). Document the cost per lead — and the cost per sales accepted lead, -sales qualified lead, -closed deal.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] How Trigger Data Guides Workflows for Sales and Marketing
    You Don’t Need a Weatherman to Know Which Way the Wind Blows… Well, You Might in Marketing and Sales. Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at iLantern. Sales and marketers let trigger data make you a good weatherman, predicting the optimal moments to sell.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, SEPTEMBER 19, 2014
    [Sales] 8 Opportunities for Quality Conversations in Inside Sales
    Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers , Business Development Representative at AG Salesworks. Inside sales reps have the same imperative: maximize time by qualifying prospects creatively. Leave effective prospecting voicemails. When leaving a voicemail, don’t forget to ask for a call back!
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 7, 2014
    [Sales] The Sales Dance: Four Steps to a Better Presentation
    AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Similarly, the basis of the sales presentation comes down to how you perform in critical moments. Learn the sales dance by remaining a student. Get Good Instruction. Who can be that for you?
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? 
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 2, 2014
    [Sales] 6 Things Michelangelo Could Teach Today’s Inside Sales Professional
    Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , an Inside Sales Representative at AG Salesworks. How is this relevant to inside sales? Much like a sculptor, inside sales professionals possess a rare blend of patience, optimism, and vision to persevere to their final result.
  • SALESPREDICT  |  TUESDAY, JUNE 21, 2016
    [Sales] Deliver More Sales Qualified Leads Using Predictive Intelligence
    One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality).
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
  • DISCOVERORG  |  SUNDAY, OCTOBER 23, 2016
    [Sales] Fast Track Your Sales with New Tools
    The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 4, 2014
    [Sales] Cold Case: Finding the Right Contact in Inside Sales
    Here are some tips for finding the right contact in inside sales: Craft a Referral Email. The faster you can find the right contacts, the shorter your own sales cycle becomes with that account. Having the know-how to find the right contact could be one of the most underrated functions of the prospecting process. Follow the Trail.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This This post also appeared recently in B2C Marketing Insider.   I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. Cha-ching! Happy to help.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 6, 2016
    [Sales] 5 Best Practices for Improving Sales Enablement
    Author: Jeff Day In today’s frenetic, go-go-go B2B sales environment, it can be hard to ensure that your sales team is having the right—or  optimal —conversations with their prospects to deliver value and drive deals forward. Beyond the content distribution problem lies another issue: inefficient processes for sales teams.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
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